Got a sales training programme? Check. Sales reps have a high course completion rate? Check. Job done, right?
Not quite - and Jaren Krchnavi, Head of Sales Enablement for Siemens Digital Grid Software, is here to tell you why. Moving away from the 'checkbox' mentality and towards a business-oriented performance measuring system can be tricky, but the payoff is substantial. From understanding customer needs and pain points to deploying a global non-technical training programme, Jaren shares the unique trappings of leading enablement within one of the largest industrial conglomerates in the world.